Andrew King

Andrew King asked how RingCentral might have adjusted its partner program to align with the company's new AI priorities.

Answer

CEO Vlad Shmunis explained that RingCentral leverages its established partner network, focusing on partners that cater to specific audiences and 'golden verticals' such as healthcare, financial services, and SLED, which are considered the 'tip of the spear' for AI adoption. He also noted that GSP partners, who typically serve SMBs, are actively deploying RingCentral's AI products.

Andrew King inquired about how RingCentral has adapted its partner program to align with the company's new AI priorities and strategic focus.

Answer

Vlad Shmunis (CEO) explained that RingCentral is leveraging its established and differentiated partner network, focusing on "golden verticals" such as healthcare, financial services, and SLED (State, Local, and Education) as primary targets for AI adoption. He noted that GSP partners, whose customer bases often include SMBs, are also deploying AI, underscoring the strong performance of AI, particularly AIR, within the SMB segment.

Andrew King, on behalf of Catharine Trebnick, asked for more color on the performance of Zoom's revamped channel partners program since Nick Tibbs joined, and how the partner-led professional services organization aids in winning deals.

Answer

CFO Michelle Chang emphasized the importance of a healthy channel ecosystem for Zoom's phone and customer experience focus. She highlighted strong forward-looking metrics, including a 30% increase in pipeline, over 50% of large phone deals coming from partners, and a growing number of transacting partners, indicating a successful investment.

Andrew King asked for more color on the performance of Zoom's channel partner platform since Nick Tibbs revamped the program, and how the partner-led professional services organization helps win deals.

Answer

Michelle Chang, CFO, emphasized the critical role of a healthy channel ecosystem for Phone and CX, noting its importance for international expansion. She highlighted strong forward-looking metrics, including a 30% increase in pipeline, the majority of Contact Center deals from partners, over 50% of large Phone deals from partners, and a growing number of transacting partners.

Andrew King from Rosenblatt Securities asked about 8x8's strategy regarding building versus buying AI capabilities, especially given the trend of acquisitions by other players in the technology space.

Answer

CEO Samuel Wilson clarified that 8x8's strategy prioritizes 'build and partner' over acquisitions for AI. He explained that partnering provides greater flexibility and access to best-in-breed providers in the rapidly changing AI landscape, which he believes is the optimal solution for customers. He cited in-house developments like summarization and partnerships as key to their platform strategy.